October 31st, 2012
Let me ask you a question… “How long have you been in business?” Two years? Five years? Ten or more?
Now, my follow-up question… “In all those years in business, how many clients and prospective clients have you come in contact with… responded to their inquiries, met at conferences, submitted bids or done projects for?” Hundreds? Maybe thousands?
What that says to me is that somewhere in your organization – captured in a CRM, listed on a spreadsheet or collected on business cards wrapped in a rubber band – you’ve got the names, phone numbers and email address of hundreds (or thousands?) of potential clients.
So, what are you doing with those names? How are you engaging them? What’s your plan for staying on their radar so that when they need to send out an RFP – they think of you?